A Peer-Led Guide To Success

Promotional Products Work! Week is all about building–and preserving– your business. Peer-Led Panel Paul Bellantone, CAE, PPAI President & CEO Jessica Hiner – The Magnet Group Murray Siegel, CAS – Towel Specialties, Inc. Teri Ray, MAS – AdPrint International, Inc. Dan McIlroy, MAS – ProAdSpec, Inc. Janie Gaunce – Grapevine Designs LLC David Hawes, MAS – Geiger Anne Lardner-Stone – PPAI Public Affairs Wendy Franklin, MAS – Geiger Paul Bellantone, CAE, PPAI President & CEO Jessica Hiner – The Magnet Group Murray Siegel, CAS – Towel Specialties, Inc. Teri Ray, MAS – AdPrint International, Inc. Dan McIlroy, MAS – ProAdSpec, Inc. Janie Gaunce – Grapevine Designs LLC David Hawes, MAS – Geiger Anne Lardner-Stone – PPAI Public Affairs Wendy Franklin, MAS – Geiger

Jessica Hiner Regional Sales Mgr The Magnet Group DAY ONE: Kick-Off The Week! DAY ONE: Kick-Off The Week!

DAY ONE: Kick-Off Events DAY ONE: Kick-Off Events Factory/Office Tours Showcases your capabilities Allows customer(s) to meet the staff Discussion of future opportunities Highlight behind the scenes details Cultivate personal relationships Factory/Office Tours Showcases your capabilities Allows customer(s) to meet the staff Discussion of future opportunities Highlight behind the scenes details Cultivate personal relationships

Pre-Event Plan ahead for proper travel arrangements for attendee(s) Place any food/beverage orders for the day Discuss interest points with customers Discuss visit with appropriate staff members Plan ahead for proper travel arrangements for attendee(s) Place any food/beverage orders for the day Discuss interest points with customers Discuss visit with appropriate staff members

Day Of Event Welcome entry way signage Gather attendee(s) to highlight the days visit Guide attendee(s) through appropriate factory areas and discuss specifics that apply to each of the attendees Allow for Q&A Wrap up refreshments/meal Parting gift Welcome entry way signage Gather attendee(s) to highlight the days visit Guide attendee(s) through appropriate factory areas and discuss specifics that apply to each of the attendees Allow for Q&A Wrap up refreshments/meal Parting gift

Post Event Send personalized Thank You notes Follow up with individual phone calls Recap with staff members Move forward on immediate action items Prepare details on any future opportunities Send personalized Thank You notes Follow up with individual phone calls Recap with staff members Move forward on immediate action items Prepare details on any future opportunities

Meet & Greet: Luncheons/Mini Tradeshow Highlight various products available Smaller group size for presentation Individual attention On-The-Spot order opportunities Meet & Greet: Luncheons/Mini Tradeshow Highlight various products available Smaller group size for presentation Individual attention On-The-Spot order opportunities DAY ONE: Kick-Off Events DAY ONE: Kick-Off Events

Pre-Event Secure venue and plan food/beverage details Confirm presentation details (who/what) Send invitations at least 1 month in advance Invite qualified buyers Prepare giveaways and handout items Secure venue and plan food/beverage details Confirm presentation details (who/what) Send invitations at least 1 month in advance Invite qualified buyers Prepare giveaways and handout items

Day Of Event Highlight best sellers, new products, unique items Discuss specific products or projects with attendee(s) Provide appropriate literature and/or samples Focus on What To Remember points Make It Fun! Highlight best sellers, new products, unique items Discuss specific products or projects with attendee(s) Provide appropriate literature and/or samples Focus on What To Remember points Make It Fun!

Post Event Send personalized Thank You notes Follow up to sample/product requests Discuss ways to improve for next time with staff Prepare future opportunity details FOLLOW UP FOLLOW UP FOLLOW UP Send personalized Thank You notes Follow up to sample/product requests Discuss ways to improve for next time with staff Prepare future opportunity details FOLLOW UP FOLLOW UP FOLLOW UP

Murray Siegel, CAS Towel Specialties

Distributor & Supplier Events Distributor & Supplier Events Distributor Open House Plan out your program in advance. Ideas for event activities: introduce customers to staff, share case histories, brainstorm, provide self promo samples, talk about WHY promotional products work, involved local supplier reps. Distributor Open House Plan out your program in advance. Ideas for event activities: introduce customers to staff, share case histories, brainstorm, provide self promo samples, talk about WHY promotional products work, involved local supplier reps.

Distributor & Supplier Events Distributor & Supplier Events Distributor Open House Send out invites to your top customers and even prospects. Have plenty of staff there to engage your customers. Check with factories for spec sample policies and use this as an opportunity. Remember to BTE – Be The Expert. Distributor Open House Send out invites to your top customers and even prospects. Have plenty of staff there to engage your customers. Check with factories for spec sample policies and use this as an opportunity. Remember to BTE – Be The Expert.

Distributor & Supplier Events Distributor & Supplier Events Factory Tours Geared toward suppliers or distributors that do light in-house manufacturing. Distributors: ask suppliers if you can bring your clients. Suppliers: ask distributors to bring their clients and appropriately present to both. Factory Tours Geared toward suppliers or distributors that do light in-house manufacturing. Distributors: ask suppliers if you can bring your clients. Suppliers: ask distributors to bring their clients and appropriately present to both.

Distributor & Supplier Events Distributor & Supplier Events Factory Tours Traditional content: Inform attendees about production, case histories, how promotional products work. If possible, arrange for production of your self promo piece. Factory Tours Traditional content: Inform attendees about production, case histories, how promotional products work. If possible, arrange for production of your self promo piece.

Distributor & Supplier Events Distributor & Supplier Events Distributor Meet & Greet Host a breakfast or lunch for clients at a local restaurant. Have sale force and other staff on hand. Give out a self promo piece that includes the Promotional Products Work pamphlet and be prepared to discuss this topic with clients. Distributor Meet & Greet Host a breakfast or lunch for clients at a local restaurant. Have sale force and other staff on hand. Give out a self promo piece that includes the Promotional Products Work pamphlet and be prepared to discuss this topic with clients.

Distributor & Supplier Events Distributor & Supplier Events Distributor Meet & Greet Informal microphone time to thank people for attending, introduce sales staff and their areas of expertise, and one brief, successful case history. Distributor Meet & Greet Informal microphone time to thank people for attending, introduce sales staff and their areas of expertise, and one brief, successful case history.

Teri Ray, MAS Owner, AdPrint International, Inc. HPPA Board President DAY TWO: ADvocate for the Industry!

Celebrate... promotional products professionals and the vital role you play in all aspects of advertising, marketing, and in business. Demonstrate... the importance of promotional products as an effective advertising medium and marketing tool. Represent... the entire promotional products industry. Celebrate... promotional products professionals and the vital role you play in all aspects of advertising, marketing, and in business. Demonstrate... the importance of promotional products as an effective advertising medium and marketing tool. Represent... the entire promotional products industry. DAY TWO: ADvocate for the Industry!

Pre-Event Education and University Outreach Contact schools and focus on marketing classes Contact teachers/professors to determine topics of interest to maximize engagement Customize the industry ADvocate Presentation Prepare case studies and success stories Make copies of research-based handouts Provide professor speaker introduction Order samples and self-promotion products Prepare personal success stories showing ROI using promotional products Education and University Outreach Contact schools and focus on marketing classes Contact teachers/professors to determine topics of interest to maximize engagement Customize the industry ADvocate Presentation Prepare case studies and success stories Make copies of research-based handouts Provide professor speaker introduction Order samples and self-promotion products Prepare personal success stories showing ROI using promotional products

Day Of Event Arrive early for room & A/V setup Arrive early for room & A/V setup Display product samples & pass them around Display product samples & pass them around Always have presentation on USB drive Always have presentation on USB drive Customize presentation based on professor/ Customize presentation based on professor/ classroom areas of interest Preso Tips: Color, Logo Dos & Donts, Branding Preso Tips: Color, Logo Dos & Donts, Branding Professor gift Professor gift

Post Event Send a hand written thank you note after each presentation Send a hand written thank you note after each presentation Follow-up with a phone call to schedule future presentations Follow-up with a phone call to schedule future presentations Help students with job and internships resources Help students with job and internships resources Thank you s to students Thank you s to students Christmas cards & gifts to professors and other contacts Christmas cards & gifts to professors and other contacts Invite professors, university contacts and students to end user shows Invite professors, university contacts and students to end user shows Request meetings or lunch with the professor and campus decision makers Request meetings or lunch with the professor and campus decision makers Find ways to parlay presentations into additional meetings or presentations Find ways to parlay presentations into additional meetings or presentations

Dan McIlroy, MAS Owner, ProAdSpec, Inc. DAY TWO: ADvocate for the Industry!

Business & Community Group Outreach DAY TWO: ADvocate for the Industry!

Pre-Event Review business, association and community networks and contacts Contact associates or get referrals Identify the needs of the organization Determine presentation environment: handouts or PowerPoint Customize ADvocate presentation for each group to maximize engagement Prepare case studies and success stories Make copies of research-based handouts Provide speaker introduction in advance Order samples and self-promotion products Prepare personal success stories showing ROI using promotional products Review business, association and community networks and contacts Contact associates or get referrals Identify the needs of the organization Determine presentation environment: handouts or PowerPoint Customize ADvocate presentation for each group to maximize engagement Prepare case studies and success stories Make copies of research-based handouts Provide speaker introduction in advance Order samples and self-promotion products Prepare personal success stories showing ROI using promotional products

Day Of Event Arrive early for room & A/V setup or handout distribution Arrive early for room & A/V setup or handout distribution Display product samples & pass them around Display product samples & pass them around Always have presentation on USB drive Always have presentation on USB drive Customize presentation based on organizations area of Customize presentation based on organizations area ofinterest Preso Tips: discuss advertising and branding as it relates Preso Tips: discuss advertising and branding as it relates to business performance, effectiveness and efficiency and the bottom line ROI Engagement activities: Q&A, pick your pocket game, Engagement activities: Q&A, pick your pocket game, business card drawing

Post Event Invite attendees to upcoming end user shows and hospitality events Invite attendees to upcoming end user shows and hospitality events Request meetings or lunch with the group leader(s) Request meetings or lunch with the group leader(s) Find ways to parlay presentations into additional meetings Find ways to parlay presentations into additional meetings or presentations with individuals, companies or related groups Offer to conduct one-on-one consultations Offer to conduct one-on-one consultations Send a thank you note(s) after each presentation Send a thank you note(s) after each presentation Follow-up with a phone call to schedule future Follow-up with a phone call to schedule futurepresentations

Janie Gaunce Owner, Grapevine Designs PPAI Board Member DAY THREE: Reach Out For A Good Cause DAY THREE: Reach Out For A Good Cause

DAY THREE: Reach Out For A Good Cause DAY THREE: Reach Out For A Good Cause Dream Big! What will you feel good about? What is the message you want to bring about your organization into the community? What makes sense for you and what makes sense for the cause? What is coming up in your city that you could tie into? Dont let expenses hold you back, instead think of strategic partners that can help you with funding in exchange for sponsorship exposure Dream Big! What will you feel good about? What is the message you want to bring about your organization into the community? What makes sense for you and what makes sense for the cause? What is coming up in your city that you could tie into? Dont let expenses hold you back, instead think of strategic partners that can help you with funding in exchange for sponsorship exposure

Pre-Event Considerations: How will we judge the success of the event? In or out of office? Donations? How big/ how small? Will you give away promotional products? Who could join your team, to defray expenses and help run the event, i.e., a strategic partner? How can you maximize exposure/ gain publicity? What kind of social media presence will you have? Considerations: How will we judge the success of the event? In or out of office? Donations? How big/ how small? Will you give away promotional products? Who could join your team, to defray expenses and help run the event, i.e., a strategic partner? How can you maximize exposure/ gain publicity? What kind of social media presence will you have?

Day Of Event Assign Responsibilities: The devil is in the details – think through to the end The devil is in the details – think through to the end and work backwards Timing of event: Schedule anticipated start to finish Timing of event: Schedule anticipated start to finish in advance Wear branded T-shirts Wear branded T-shirts Take pictures! Take pictures! Invite the right people and press Invite the right people and press Give away fun promotional products with appropriate Give away fun promotional products with appropriatemessaging

Post Event Measure Success! Determine success of event Send out press releases with pictures Thank all strategic partners, team members Update social media with results, pictures Create a special picture of the final presentation of proceeds to charity director Measure Success! Determine success of event Send out press releases with pictures Thank all strategic partners, team members Update social media with results, pictures Create a special picture of the final presentation of proceeds to charity director

David Hawes, MAS+ Geiger Brand Architect Anne Lardner-Stone PPAI Public Affairs DAY FOUR: Get On Your Soapbox! DAY FOUR: Get On Your Soapbox!

Our MISSION Celebrate & Communicate Tell your members of Congress about promotional products and the vital role they play Celebrate & Communicate Tell your members of Congress about promotional products and the vital role they play

Our PURPOSE Demonstrate & Ask Make sure members of Congress understand that promotional products are an effective advertising medium and marketing tool Remind them that promotional products are often the best way to contact hard-to-reach groups Ask your representatives to keep the unique needs of this industry in mind when considering legislation Demonstrate & Ask Make sure members of Congress understand that promotional products are an effective advertising medium and marketing tool Remind them that promotional products are often the best way to contact hard-to-reach groups Ask your representatives to keep the unique needs of this industry in mind when considering legislation

432,642 As One If we all put our voices together, we can make ourselves heard You are the ONE 432,642 As One If we all put our voices together, we can make ourselves heard You are the ONE Our VOICE

One Story of Success One Story Out Of 432,542 Washington, D.C., December 2009… One Story Out Of 432,542 Washington, D.C., December 2009…

One Story of Success Erik Paulsen Erik Paulsen is the U.S. Representative for Minnesota's 3rd congressional district, serving since He is a member of the Republican Party. He previously served in the Minnesota House of Representatives. Erik Paulsen Erik Paulsen is the U.S. Representative for Minnesota's 3rd congressional district, serving since He is a member of the Republican Party. He previously served in the Minnesota House of Representatives.

Pre-Event This Is Your Opportunity To Do The Same In Your State Start with easy Move to more difficult Learn Go to Review the Little Black Book Review the issue papers This Is Your Opportunity To Do The Same In Your State Start with easy Move to more difficult Learn Go to Review the Little Black Book Review the issue papers

Day Of Event Get Started (easy) Go to PPAILaw.org Follow the online prompts to send s to your Senators and Representative 2 minutes Get Started (easy) Go to PPAILaw.org Follow the online prompts to send s to your Senators and Representative 2 minutes

Day Of Event Reach Out (intermediate) Go to PPAILaw.org Follow the online prompts to send s to your Senators and Representative Pick up the phone and call them using a script prepared by PPAI 17 minutes Reach Out (intermediate) Go to PPAILaw.org Follow the online prompts to send s to your Senators and Representative Pick up the phone and call them using a script prepared by PPAI 17 minutes

Cultivate Relationships (intermediate) Go to PPAILaw.org Send s Make 3 calls Schedule a meeting with your members of Congress in their local offices or schedule a factory visit Half a day Cultivate Relationships (intermediate) Go to PPAILaw.org Send s Make 3 calls Schedule a meeting with your members of Congress in their local offices or schedule a factory visit Half a day Day Of Event

Build Relationships (advanced) Go to PPAILaw.org Send s Make 3 calls Schedule a meeting with your members of Congress in their local offices or schedule a factory visit Make a commitment to truly build a relationship with your member of Congress On-going Build Relationships (advanced) Go to PPAILaw.org Send s Make 3 calls Schedule a meeting with your members of Congress in their local offices or schedule a factory visit Make a commitment to truly build a relationship with your member of Congress On-going Day Of Event

Act Now Resources We have all the tools to make this as easy as possible Go to Resources We have all the tools to make this as easy as possible Go to

Wendy Franklin, MAS Geiger DAY FIVE: Thank Your Customers! DAY FIVE: Thank Your Customers!

DAY 5: Thank Your Customers DAY 5: Thank Your Customers Customer Appreciation This is the culmination of the weeks efforts and brings us back to the very core of what we do! Customer Appreciation This is the culmination of the weeks efforts and brings us back to the very core of what we do!

Pre-Event GET READY Do we practice what we preach? Are we thanking our customers? Think of ways to show your appreciation. Develop an integrated before, during and after strategy for the day. Think of ways to show your appreciation. Develop an integrated before, during and after strategy for the day. Analyze your client list to determine if youd like to do something for all, or a select group. Analyze your client list to determine if youd like to do something for all, or a select group. Set a budget. Set a budget. Consider the time-frame and plan ahead for production, shipping. Consider the time-frame and plan ahead for production, shipping.Examples: Create an integrated campaign: choose products that tie together the event invitation with the day of activities and the follow up thank you note. Create an integrated campaign: choose products that tie together the event invitation with the day of activities and the follow up thank you note. Do a bulk mailing. Pick items that get attention, are fun or themed and co-brand them with your company logo and the PPW! Week logo. Do a bulk mailing. Pick items that get attention, are fun or themed and co-brand them with your company logo and the PPW! Week logo. Have a wine & cheese tasting and order related products for your clients. Wine glass, charm, bottle opener, printed napkins Have a wine & cheese tasting and order related products for your clients. Wine glass, charm, bottle opener, printed napkins Have a chocolate hospitality bar or tasting with only chocolates from our suppliers and make sure they have samples to take with them. Candy jar, Have a chocolate hospitality bar or tasting with only chocolates from our suppliers and make sure they have samples to take with them. Candy jar, Customize the event based on your area of expertise. Customize the event based on your area of expertise.

Day Of Event An Attitude of Gratitude! Go overboard to let your customers know they are appreciated! Use the products youve ordered for the event to show the many sides of promotional products! An Attitude of Gratitude! Go overboard to let your customers know they are appreciated! Use the products youve ordered for the event to show the many sides of promotional products!

Post Event Thank You, Thank You! Nothing takes the place of a personal Thank You note or card. Take the time to do this! Thank You, Thank You! Nothing takes the place of a personal Thank You note or card. Take the time to do this!

Janie Gaunce Owner, Grapevine Designs PPAI Board Member DAY FIVE: Thank Your Customers! DAY FIVE: Thank Your Customers!

Who are your customers demographically and geographically? What is the message you want to convey beyond thank you? Who are your customers demographically and geographically? What is the message you want to convey beyond thank you? DAY 5: Thank Your Customers DAY 5: Thank Your Customers

Pre-Event Thanking your customers with Promotional Products Event or Non Event Mail vs. Hand delivered Could there be a social media application? How do you want your company to be perceived? What is your brand? Do you want to elicit a response? Is it a promotional product by itself, or will you attach a marketing message? What is the message? (Factoids about effectiveness of promotional products) Thanking your customers with Promotional Products Event or Non Event Mail vs. Hand delivered Could there be a social media application? How do you want your company to be perceived? What is your brand? Do you want to elicit a response? Is it a promotional product by itself, or will you attach a marketing message? What is the message? (Factoids about effectiveness of promotional products)

Day Of Event Lunch, Dinner, Cocktails, Breakfast – FOOD!! Print or Event, do you entertain, teach, present? On site/ Off site (movie theater, restaurant, sports bar, wine tasting) Drive by personally to say Thank You? Party Bus or Limo? Present a Promotional Product that represents your brand with messaging that supports the campaign Sponsors to offset costs? Utilize factoids about effectiveness of promotional products somewhere in your thank you messaging. Capture testimonials…to be used in post-event social media and future presentations. Take pictures if you are out meeting with clients.

Post Event Facts about effectiveness of promotional products: 83% of respondents like receiving a promotional product with an advertising message 83% of respondents like receiving a promotional product with an advertising message More than half (58%) of respondents keep a promotional product anywhere from 1 year to more than 4 years. More than half (58%) of respondents keep a promotional product anywhere from 1 year to more than 4 years. 89% of consumers surveyed could recall the name of the advertiser on a promotional product they received in the past 24 months. 89% of consumers surveyed could recall the name of the advertiser on a promotional product they received in the past 24 months. Adding a promotional product to the media mix increases the effectiveness of other media by up to 44%. Adding a promotional product to the media mix increases the effectiveness of other media by up to 44%. Source: PPAI research. All rights reserved.

Promotional Products Work! Week is all about building–and preserving– your business. BE BOLD! THINK BIG! VISIT: For more information (in order of presentation) Jessica Murray Siegel, CAS Teri Ray, Dan McIlroy, Janie David Hawes, Anne Wendy Franklin, VISIT: For more information (in order of presentation) Jessica Murray Siegel, CAS Teri Ray, Dan McIlroy, Janie David Hawes, Anne Wendy Franklin, TO GET STARTED!